Account Director

🕒 June 25

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CaptivateIQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💼 Consulting

🏭 Manufacturing

📦 Logistics

💰 $100M Series C on 2022-01

Consulting • Manufacturing • Logistics

CaptivateIQ is a modern sales commission solution that helps businesses to significantly improve revenue performance. By automating and simplifying the entire commission process, it allows sales teams to focus on selling rather than administrative tasks. The platform offers tools for real-time visibility and analytics, which motivate sales representatives and offer insights to sales leaders. CaptivateIQ's solution is flexible, transparent, and designed to scale with growing businesses, offering features like AI-powered intelligence and SmartGrid™ technology. Notably, it caters to various industries such as financial services, manufacturing, media and entertainment, among others, providing a strategic advantage in managing and optimizing sales performance management initiatives.

📋 Description

• Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. • The vision for the role is to establish a world-class enterprise expansion function, with ADs who collectively own the growth motion across CaptivateIQ's highest-potential accounts. • Operate with deep account planning discipline, self-generate pipeline through proactive multi-threading. • Run structured cross-sell plays for Sales Planning and Catalyst AI. • Help build the company's enterprise expansion playbooks for the long term. • ADs must be able to lead and leverage the team structure from day one, not just execute independently.

🎯 Requirements

• 8+ years total experience in Account Management or Sales within a SaaS or technology company. • Farming vs. Hunting — looking for a farmer vs. a pure hunter. • 3+ years specifically in enterprise customer-facing roles (expansion, upsell, cross-sell, or strategic account management), enterprise defined as organizations with 2,000+ employees • Must have direct, sustained enterprise segment experience — not tangential or incidental enterprise exposure within a mid-market motion • Demonstrated understanding of enterprise account complexity: regional, subsidiary, and business unit dynamics; navigating and expanding across multiple distinct stakeholder groups simultaneously • Strong track record of self-prospecting within customer accounts — proactively mapping and engaging stakeholders who do not already exist in CRM/account maps; does not rely on CSMs or primary relationship holders to make introductions or pave the way • Skilled at multi-threading across procurement, legal, IT, and executive stakeholders — has navigated complex buying processes with multiple approval layers • Deep enterprise account planning experience: research, opportunity mapping, risk tracking, time/effort prioritization, executive relationship development, regional event creation, willingness to travel regularly to establish and cultivate new stakeholder relationships • Arrives with an established enterprise expansion playbook — knows how to structure territory plans, account plans, and expansion plays without waiting for leadership to define the motion for them • Demonstrated ability to execute multi-product cross-sell — experience expanding beyond an initial product footprint into adjacent products (e.g., selling a second module, product line, or use case into an existing account) • Demonstrated ability to be both a strong self-starter AND a genuine team partner — can drive progress independently while reading and amplifying signals from CSMs and other account team members • Comfortable managing and directing a BDR resource: setting shared target lists, reviewing outreach, and holding a weekly working rhythm without micromanaging****

🏖️ Benefits

• (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents • Flexible vacation days and quarterly mental health days so you can recharge • Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal) • One time work from home stipend & annual stipends for professional development and caretaking • Virtual team lunches to keep you connected • (US-ONLY) 401k plan to participate in and save towards the future • Newest Apple products to help you do your best work • Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent